Aug. 12, 2002

* Independents keep turns down, profits up but... * Buying groups need to consolidate * 2001 big box market share All this and more in Hardlines Quarterly Report, 3rd Qtr, 2002
"The next issue of Hardlines is August 19th." Michael McLarney
OUR SUMMER SCHEDULE:

Please note that Hardlines will be published on August 19. There will be no issues on August 5, August 12, and August 26. The World Headquarters remains open during this time however, as we prepare for our incredible Hardlines Conference Series in Toronto, September 12-13. - Michael
INDEPENDENTS OPERATE SMARTER, BUT BIG BOXES KEEP GAINING GROUND
World Headquarters, Toronto -Independent hardware and building centre dealers may be keeping turns down and getting profits up, but it hasn't been enough to stave off the growing market share of home improvement big boxes. These conclusions are drawn in part from a new survey of dealers across Canada. The survey, Benchmarking 2002, was conducted jointly by Hardlines Quarterly Report and the Canadian Retail Hardware Association and appears in the latest issue of Hardlines Quarterly Report. While it shows yearly improvement in the operations of hardware retailers and building centre dealers, another study in the same issue shows that the growth of independent dealers has kept pace with the growth of the industry overall, but has failed to increase its market share. Big boxes, meanwhile, have increased their share and now account for almost one-fifth of the overall market. The latest issue of HQR also features the only accurate evaluation of the size of the home improvement market at retail, and breaks out the growth of five key retail formats within that market. This issue's Retail Report considers the growth of buying groups in Canada, and their need to seek further consolidation to better compete against big boxes. An updated organizational chart of all the key buying groups, complete with their affiliations, provides a ready reference for figuring out the connections among the various groups. HQR is dedicated to making sense of home improvement retailing today. Each issue is filled with the latest proprietary research that tracks the growth of the retail home improvement industry in Canada. To order, fax Nancy Wright at 416-489-6154, e-mail nancy@hardlines.ca or click here. Call Nancy at 416-489-3396 and ask how you can get HQR AND the Hardlines Industry Report and save $396!
INTERNATIONAL TRADE IS FOCUS OF NEW SEMINAR
World Headquarters, Toronto - Finding business overseas is the subject of a new seminar from Hardlines. "Global selling: Tools for Opening Overseas Markets" will precede the Retail Strategies Symposium in Toronto on September 12. The workshop will provide an overview of the global home improvement market, identifying key international markets and leading retailers in Europe and Asia. In addition, experts on tax and export law will share tips to keep paperwork down and get sales up. The benefits of Canadian participation in the world's largest hardware show, Practical World: the Cologne International Hardware Fair/DIY'TEC, will also be presented. Any company looking for more international customers or greater access to global buying will benefit from this workshop. It includes practical tips on finding representation, meeting buyers and stickhandling the ins and outs of foreign business. "Global selling: Tools for Opening Overseas Markets" is presented free of charge as part of the two-day Hardlines Conference Series, September 12-13, 2002. Day one features the Global Sales seminar in the morning, followed by the Retail Strategies Symposium in the afternoon. Day two features a full day of presentations and workshops in our Hardlines Marketing Conference. For more information about the Hardlines Conference Series, September 12-13, 2002, call Nancy at 416-489-3396, nancy@hardlines.ca Click here to register.
COMPANIES IN THE NEWS
PEOPLE ON THE MOVE
Will be back Aug. 19
ARE YOU IN THE KNOW?
How big is the Canadian hardware/home improvement industry? Which sectors are growing fastest? Know the answers - read the Hardlines Quarterly Report!.... CLICK HERE to find out more!
****HARDLINES MARKETPLACE**** Check out Hardlines Classifieds on the web: https://hardlines.ca/html/classifieds_new.asp POSITIONS SOUGHT SALES EXECUTIVE AVAILABLE Sales executive available full time or on a contract basis. Plugged into retailers in Canada and the U.S. Contacts in the electrical, lighting and building materials categories. Excellent references. Results guaranteed. Email: integralsm@hotmail.com ************************************************************************************  HELP WANTED NATIONAL ACCOUNT MANAGER Maxtech Consumer Products Group, an innovative and expanding designer, manufacturer and distributor of power tool accessories and hand tools currently has an opening for a high-level Account Manager/Sales Executive to grow our product penetration and expand our customer base, largely in the U.S. We offer a solid customer base, a unique and innovative product line, and a very dynamic work environment. The ideal candidate will be a self-starter with experience in the hardware/DIY tool market and a proven track record of growing sales and market share, a willingness to travel and be highly motivated. If you are interested, please forward cover letter and resumé to jobs@maxtech-mfg.com or fax: 519-885-6066 ************************************************************************************ DISTRICT SALES MANAGER – NORTHERN ONTARIO Porter-Cable Delta, a recognized leader of quality woodworking, portable electric, equipment and air tools products, currently requires an enthusiastic professional as: District Sales Manager—Northern Ontario A resourceful individual able to organize and communicate successfully, you will based in Sudbury directing the operations for your territory and meeting strategic objectives. As a high achiever, you have a minimum of 3 years sales experience in the hardware, automotive and/or HVAC industry. You have a valid driver’s license, a post secondary degree/diploma preferably in Business and are computer literate. A background in power tool sales and bilingual communication skills are desirable. If you are looking for a progressive organization and a competitive compensation package, please fax your resumé to Human Resources at 519-836-9352, or email: TMAJOR@PORTERCABLE-DELTA.COM or mail to 505 Southgate Drive, P.O. Box 848, Guelph, Ontario N1H 6M7. We thank all applicants; however only candidates selected for an interview will be contacted. ************************************************************************************ INDUSTRIAL SALES AGENT WANTED TradeMASTER Tools, a full line power tool distributor, is looking for an experienced agent to build industrial/automotive accounts in Ontario. Fax reply to Sales Manager at 519-622-4472 or email: sales@trademasterltd.com ************************************************************************************ CANADIAN SALES MANAGER: LADDERS Located in Richmond Hill, ON, and reporting to the U.S. Director of Sales, the Canadian Sales Manager plans and directs the Ladder Division's sales strategy including sales volume objectives, sales profitability objectives, key account management, & marketing/merchandising programs. Qualifications include four year college or university degree - in sales marketing or equivalent; 3 plus years experience in the hardlines/building products industry; excellent verbal and written communication skills; well organized and good problem solver; high energy level and self motivated team player; bilingual (French and English) preferred. Interested candidates may submit their résumé no later than Monday, August 19, 2002 to: Lee Bennett, William L Bonnell Co., 25 Bonnell Street, Newnan, Georgia 30263; fax 770-254-7708 or e-mail:clbennett@bonlalum.com ************************************************************************************ FIELD SALES MANAGER - EASTERN CANADA Porter-Cable Delta, a recognized leader of quality woodworking, portable electric, equipment and air tools products, currently requires an enthusiastic professional as Field Sales Manager - Eastern Canada. A resourceful individual able to organize and communicate successfully, you will direct the industrial sales operations for Eastern Canada. A high achiever, you have a minimum of 5 years sales experience in the hardware, automotive and/or HVAC industry. Your minimum of 3 years supervisory experience, bilingual spoken and written skills (English/French) and exceptional computer literacy will allow you to direct the Eastern Canada sales force and key accounts to meet strategic objectives. You are located within commuting distance to Guelph, Ontario for weekly meetings (approximately 2days per week); you have a willingness to travel, a valid driver's license and a post secondary degree/diploma preferably in Business. If you are looking for a progressive organization and a competitive compensation package, please contact Wolf Gugler in complete confidence, quoting file number C-11. Wolf Gugler & Associates Limited, 1370 Don Mills Road, Suite 300, North York, Ontario M3B 3N7. Phone: 416-386-1719 email: resumes@wolfgugler.com. web site: www.wolfgugler.com ************************************************************************************ SERVICES OFFERED Brand building power-assist · Corporate ID modernizing · Product packaging revitalizing · Marketing program development · Marketing Audit … reality check cjohnston@synmark.net or phone: 905 849 4850 *********************************************************************************** NORAL INSTORE: Don’t leave your products’ display management to chance! Let Noral Instore take care of your instore merchandising. Visit http://www.noralmarketing.com or call Al Vanderveen at 519-439-6800 ext. 201 ********************************************************************************** SELL YOUR COMPANY - OR BUY ONE - WITH HARDLINES CLASSIFIEDS! DO YOUR EXECUTIVE SEARCH, FIND NEW LINES OR GET NEW REPS IN THE HARDLINES MARKETPLACE. ONLY $18 PER LINE FOR THREE WEEKS! 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Hardlines is published weekly (except monthly in December and August) by McLARNEYCOM 542 Mount Pleasant Rd., Suite 302, Toronto, Ontario, Canada M4S 2M7 © 2002 by Michael McLarney. HARDLINES™ the electronic newsletter hardlines.ca Phone: 416.489.3396; Fax: 416.489.6154 Michael McLarney, Editor & Publisher: mike@hardlines.ca Beverly Allen, Marketing Manager: bev@hardlines.ca Nancy Wright, Circulation Manager: nancy@hardlines.ca ______________________________________________ THE HARDLINES "FAIR PLAY" POLICY: Reproduction in whole or in part is very uncool and strictly forbidden and really and truly against the law. So please, play fair! Call for information on multiple subscriptions or a site license for your company. We do want as many people as possible to read Hardlines each week – but let us handle your internal routing from this end! ______________________________________________ Subscription: $199+$13.93 GST = $212.93 per year (GST #13987 0398 RT). Secondary subscriptions at the same office are only $28 + $1.96 GST = $29.98. Ask about our reduced rate for branch offices. You can pay online by VISA at our secure website or send us money. Please make cheque payable to McLarneyCom.